1 min lesson
Forecasting & deal hygiene
Name the parts in "Forecasting & deal hygiene" and give the practical job of each one.
Step 1 of 2
At a flat, truth-seeking company, your forecast is a character reference. A number you can defend with evidence builds trust; a number you hope into commit erodes it the first time it slips.
Start with the math, because forecasting begins long before any single deal. Quota is pipeline times conversion, so coverage is non-negotiable. If your stages convert at a known rate, you can read straight back to how much pipeline the quarter actually needs.
The pipeline math you should be able to do live
- Coverage ratio
- Open pipeline ÷ quota. If you historically win 1 in 4, you need roughly 4× quota in qualified pipeline.
- Stage conversion
- The win rate from each stage. It tells you how much early pipeline survives to close.
- Quota = pipeline × conversion
- Rearranged: required pipeline = quota ÷ conversion. Coverage gaps are visible before the quarter, not after.